Marketing for the Mental Health Professional An Innovative Guide for Practitioners
by Diana, David P.Edition: 1st
Format: Paperback
Pub. Date: 2010-04-12
Publisher(s): Wiley
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Summary
There is real opportunity for growth, advancement, and overall success within the mental health profession. Marketing for the Mental Health Professional helps you acquire and apply the powerful, proven sales and marketing techniques and strategies needed to create and cultivate a thriving mental health practice.
Author Biography
David P. Diana, MA, LPC, is director of sales and marketing for a large behavioral healthcare organization. He writes a popular weekly blog on sales and marketing for mental health professionals and consults with behavioral healthcare organizations throughout the United States. The author can be reached at his Web site: www.davidpdiana.com.
Table of Contents
| Preface | p. xi |
| Acknowledgments | p. xiii |
| New Beginnings | |
| Introduction | p. 3 |
| Beginning the Exploration | p. 4 |
| Clearing to Create Opportunity | p. 5 |
| Secrets of Success and the Sales Stigma | p. 6 |
| Summary | p. 7 |
| Marketing and the Mental Health Profession: A Powerful Combination | p. 9 |
| Demystifying the Marketing Process | p. 10 |
| Exploring the New Marketing Model | p. 13 |
| Where Can Marketing Take You? | p. 22 |
| Summary | p. 23 |
| How to Sell Mental Health Services: Five Elements of Success | p. 25 |
| A New Sales Philosophy for Mental Health Professionals | p. 25 |
| Creating a Buying Environment through Client-Based Selling | p. 27 |
| Sell the Way People Want to Buy | p. 27 |
| The Power of Pretence | p. 29 |
| Give Value and Business Will Follow! | p. 32 |
| Arouse "Want" and "Need"in Others | p. 34 |
| Go Above and Beyond and Be Remembered! | p. 39 |
| Summary | p. 46 |
| The Psychology of Success | |
| Finding Your Power: The Social Dynamics of Power, Influence, and Persuasion | p. 49 |
| What Does "Power" Mean and Why Does it Matter for Your Practice? | p. 50 |
| Translating Power into Influence and Success | p. 55 |
| Using the Power of Groups | p. 55 |
| Opening the Door to Bigger Opportunities | p. 57 |
| The Intrigue of the Unfinished | p. 58 |
| Teaser Campaigns in Mental Health | p. 59 |
| The Use of Framing in the Mental Health Profession | p. 59 |
| Understanding How People Make Purchasing Decisions | p. 61 |
| Practical Techniques for Using Personal Power Effectively | p. 63 |
| Summary | p. 67 |
| Finding Your Place in the Field: Effective Strategies for Building Credibility and Earning Authority | p. 69 |
| Building a Foundation for Professional Success | p. 70 |
| Change the Way You Work in the Profession | p. 72 |
| Build Expertise by Finding Your Market Niche | p. 74 |
| Turn Your Knowledge and Expertise into Value for Clients | p. 76 |
| Become Published: You Have Unique Opportunities! | p. 77 |
| The Art of Public Speaking | p. 82 |
| Slideshow Design Principles that Say "Wow" | p. 90 |
| Summary | p. 95 |
| Understanding Buying Motives in Behavioral Health Care | p. 97 |
| Trigger Points in Mental Health | p. 98 |
| Lessons in Behavioral Psychology: Accessing Trigger Points in Your Marketing Messages | p. 101 |
| Prospecting: How to Sell Your Services to the Right People | p. 103 |
| Summary | p. 106 |
| Sales and Marketing for Mental Health Organizations | p. 107 |
| Building Successful Partnerships | p. 107 |
| Client-Based Selling for Admissions Departments | p. 111 |
| Summary | p. 115 |
| The Future of Success | |
| Social Networking in the Mental Health Profession | p. 119 |
| How Do I Find the Time? | p. 120 |
| Blogging for the Mental Health Professional | p. 121 |
| Understanding RSS Feeds | p. 128 |
| Online Newsletter Subscription Tools | p. 129 |
| Twitter and the Mental Health Profession | p. 133 |
| Business Networking and Online Forums | p. 137 |
| Summary | p. 140 |
| Selling Yourself in Today's Job Market | p. 141 |
| What the Future of Job Searching Looks Like | p. 143 |
| "We Can Rebuild Him": Launching a Transformational Campaign | p. 145 |
| Glimpsing the Future | p. 145 |
| Exploring Your Interests and Developing a Career Plan | p. 147 |
| Goal Writing | p. 149 |
| Selling Yourself: Four Essential Tips To Getting Hired | p. 151 |
| Networking Skills | p. 156 |
| Summary | p. 162 |
| Build a Better Web site: Web Site Essentials for Mental Health Professionals | p. 165 |
| Web Design Questions and Answers | p. 166 |
| Summary | p. 171 |
| Service Trends within Our Changing Industry | p. 173 |
| The Internet and the Window of Opportunity | p. 173 |
| The Rise of Professional Coaching | p. 176 |
| Online Psychotherapy | p. 177 |
| Online Treatment Programs | p. 179 |
| Online Training: A Unique Way to Promote Your Services | p. 180 |
| Summary | p. 181 |
| Conclusion | p. 183 |
| Appendix: Business Development Worksheets and Exercises | p. 185 |
| Bibliography References | p. 191 |
| Index | p. 192 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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